Salesforce Revenue Cloud Advanced (RCA) for Subscription Sales | Case

E.ON One needed quoting and contract processes for subscriptions, one-time purchases and hybrid deals. This case describes Routine Automation’s work on product hierarchies, selling models, pricing rules, quote-to-order flow and contract changes.

Recognizing the need for a more robust, flexible solution, E.ON One partnered with Routine Automation (RA) on a customized approach to Salesforce Revenue Cloud Advanced (former Revenue Lifecycle Management). The RA’s team: Solution Architect Yaucheni Sukach, Project Manager Vera Stepanovich, and Implementation Engineer Dzmitry Osipau stepped in as an outsourced partner to help E.ON One streamlines complex quoting processes and boosts Salesforce ROI.

Challenge ⭢ Goal

First, E.ON One’s Salesforce Sales Cloud solution covered the basics fine. The team used the system to manage customer relationships and initial quoting. But as E.ON One’s Subscription line exploded in size and complexity, the problems started piling up.

Without a fully customized Revenue Cloud Advanced (RCA) in Salesforce, teams were grappling with:

Limited subscription features: Sales Cloud doesn’t manage subscription lifecycles out of the box. Every renewal or amendment meant manual tweaks, slowing everyone down.
Quotes built by hand: Reps had to juggle tricky pricing rules and contract edits in spreadsheets, which made the process lengthy and prone to inconsistencies.
Messy product catalogs: Hybrid deals (subscription + one-off items) were hard to build. With no clear hierarchy, reps spent precious time hunting for the right SKU.

E.ON One knew their growth would clearly stall unless they acted fast. They needed more than just revenue lifecycle management software – they needed a system tailored to their specific challenges.

Our goal was to create a truly flexible, scalable, and automated quoting and subscription management system capable of supporting complex pricing models, boosting visibility into the revenue lifecycle, and enhancing team efficiency.

The Solution

Our team knew that a custom Salesforce RCA strategy could drive results – we just needed the right implementation. Working alongside key stakeholders from E.ON One, VP Marketing & Communication Maarten Westdorp,VP System Integration Consulting René Preusser, and Senior Account Executives from Salesforce, Simon Feismann and Maximilian von Wangenheim, we structured a plan, breaking each challenge down into manageable steps.

Product Catalog Restructuring

Before we touched a line of configuration, we sat with a few of E.ON One’s senior reps and watched them build a quote live, identifying the core issues. We decided we needed to restructure the entire product catalog, working side by side with product managers.

We mapped every service, bundle, and one-off into clean, multi-level product hierarchies. We introduced a clear category-based structure, intended to streamline product discovery and usability during quote configuration.

Configuring Selling Models

Next, we dove into redefining how teams actually sold each product. Using Salesforce Selling Models, we codified the approved combinations for sales teams. We made sure subscription terms, from monthly and annual plans to hybrid purchases, were easy and quick to configure.

This meant sales reps could access the clarity and control they needed to roll out solutions faster, delighting customers, and keeping complexity to a minimum.

Implementing Advanced Pricing Rules

Recognizing the importance of flexible but controlled pricing, we tweaked the RCA ecosystem with a new set of rules. Our team implemented derived prices with price caps, and duration discounts, baking them into the pricing engine.

Optimizing Quotation & Order Management

The quotation process was a major pain point for E.ON One – one we could fix with tailored Salesforce revenue cloud advanced solutions. Our team dove into updating everything, completely rebuilding the quotation process with a focus on intuitive performance.

We introduced a new, efficient navigation system for products and enabled accurate real-time pricing previews. The introduction of automatic quote-to-order transitions streamlined operations significantly, while sophisticated order management became a breeze.

Enabling Lifecycle Management for Contracts

To polish up the entire Salesforce RCA experience, we made sure to look at the full funnel, even after the purchase. Our team integrated seamless renewal processes and solutions for amendments and cancellations directly into the Salesforce ecosystem.

For end-to-end visibility, we made sure that these resources aligned seamlessly with asset insights, enabling comprehensive tracking and access to real-time updates.

Automation Enhancements

Approval workflows and notifications supported review of contract values, while dashboards highlighted approaching billing dates.

The Results

Their customized solution, powered by Salesforce Revenue Cloud Advanced (former Revenue Lifecycle Management, RLM), is delivering incredible results:

The implementation provided a foundation for future billing and revenue recognition integration.

Teams can now easily manage complex deals for subscription products, one-off sales, and hybrid deals, without the extra headaches.
Sales professionals benefit from a major boost in productivity (and fewer frustrations) thanks to streamlined quoting and ordering processes.
The new system has ensured more accurate pricing and discounting workflows.
Business users gained more control over subscription renewals and contract changes, with visibility into the full lifecycle of customers in one place.